Job Description
Sr. Key Account Manager
(Sales, Marketing and Business Development)
Louisville, KY, United States of America
Job Skills / Requirements
Under minimal supervision and using product knowledge, sales analysis and proactive communication, performs a variety of sales, marketing and customer account management responsibilities for assigned accounts. The primary purpose of the role is to ensure:
1. Whip Mix products are correctly and consistently priced, promoted, and placed to assigned customer accounts.
2. Customer accounts receive accurate and consistent training on Whip Mix Products.
3. Whip Mix is meeting customers mutually agreed upon requirements and key performance indicators.
4. Action is taken to increase sales with all accounts.
5. Internal processes assigned are completed accurately and on time in order to effectively support internal business and customer requirements.
Whip Mix team members communicate, act and conduct themselves in a professional and respectful manner that supports the Whip Mix Team First Philosophy and our Values of Loyalty, Passion, Integrity and Versatility. Within our team approach, team members are encouraged to initiate, cooperate and/or participate fully and as appropriate when solving problems and suggesting improvements that enable the company to live up to its mission and vision. As part of our team, you will develop a sense of dependability and responsibility amongst your co-workers, operating with enthusiasm and leading by example. You will make certain that your own assigned tasks are completed satisfactorily and to the standards that are set for the team. Lean tools, methods and philosophy will be learned, utilized and embraced. Communication will be given and received freely, frequently, consistently, accurately and professionally. The priorities of safety 1st, quality 2nd, & production 3rd will be accepted & required.
The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.
Job Functions and Responsibilities
| 1. | Using the Whip Mix Consultative Sales System, develops and maintains Growth Strategies, Tactical Plans and Opportunity Charts for assigned accounts and takes action to secure the growth opportunities identified through pricing, distribution, private label, KOL activity and other initiatives that profitably grow the business. | 25%
| 2. | Proactively schedules and fully participates in regular business update and planning sessions both remote as well as in-person for accounts including ad-hoc and other requested meetings that are made by customers. | 25%
| 3. | Identifies promotional and marketing opportunities, creates plans and completes the implementation schedule for review. Ensures that the Sales and Operations Support Team is versed on agreed upon promotions in order for the SOS team to communicate the promotion to the internal teams who are impacted. Implements the communication of promotional initiatives to accounts working with Sales and Operations Support Team. | 15%
| 4. | Supports placement and marketing of the full line of Whip Mix products through the Dealer Network while also providing account management support to assigned Dealer accounts. | 10%
| 5. | Ensure the accuracy of sales data and other relevant information by keeping customer activity current in the CRM system, accurately recording legal and regulatory export documentation requirements, issuing all special price quotes and bid documents for international government tenders, ensuring International and Domestic price books and other pricing in Company systems are accurate, and keeping all sales forecasts current. | 10%
| 6. | In conjunction with other marketing and sales team members, identify and manage domestic and international Trade Show Opportunities which includes staying aware of relevant events available, creating and maintaining the Event Opportunity List for events by date, recommending the level of participation, managing pre-set-up and other planning needs assisting with the trade show stock material and attending shows to build relationships, gather market intelligence and promote Whip Mix products. | 10%
| 7 | Creates, runs, maintains and distributes various spreadsheets monthly for sales analysis, budgets and forecast. Evaluates competitors’ products quality, pricing, distribution and capabilities. | 5%
| 2. | Proactively schedules and fully participates in regular business update and planning sessions both remote as well as in-person for accounts including ad-hoc and other requested meetings that are made by customers. | 25%
| 3. | Identifies promotional and marketing opportunities, creates plans and completes the implementation schedule for review. Ensures that the Sales and Operations Support Team is versed on agreed upon promotions in order for the SOS team to communicate the promotion to the internal teams who are impacted. Implements the communication of promotional initiatives to accounts working with Sales and Operations Support Team. | 15%
| 4. | Supports placement and marketing of the full line of Whip Mix products through the Dealer Network while also providing account management support to assigned Dealer accounts. | 10%
| 5. | Ensure the accuracy of sales data and other relevant information by keeping customer activity current in the CRM system, accurately recording legal and regulatory export documentation requirements, issuing all special price quotes and bid documents for international government tenders, ensuring International and Domestic price books and other pricing in Company systems are accurate, and keeping all sales forecasts current. | 10%
| 6. | In conjunction with other marketing and sales team members, identify and manage domestic and international Trade Show Opportunities which includes staying aware of relevant events available, creating and maintaining the Event Opportunity List for events by date, recommending the level of participation, managing pre-set-up and other planning needs assisting with the trade show stock material and attending shows to build relationships, gather market intelligence and promote Whip Mix products. | 10%
| 7 | Creates, runs, maintains and distributes various spreadsheets monthly for sales analysis, budgets and forecast. Evaluates competitors’ products quality, pricing, distribution and capabilities. | 5%
Job Requirements
Knowledge, Skills, Abilities, & Worker Characteristics
1. Strong interpersonal skills with the ability to foster long-term relationships with both clients and internal teams.
2. Strong team player who is able to work across multiple functions and disciplines.
3. Ability to identify opportunities for upselling and cross-selling within existing accounts.
4. Good negotiation and presentation skills as well as affective verbal and written communication skills.
5. Excellent organization and time-management skills and the ability to work on multiple tasks simultaneously.
6. Thorough knowledge and understanding of dental lab procedures and how product lines are applied in order to make product recommendations.
7. Highly Proficient in Microsoft Office as well as experience working in a CRM, ERP and similar systems required.
Summary Education & Experience Required
· Associates degree in Business or related field.
· At least five (5) to seven (7) years of account management experience.
· International experience preferred.
· Asian or Spanish as a second language helpful.
· An equivalent combination of education, training and experience may be substituted.
Working Conditions
This position is based in a manufacturing facility, with an office setting. There may be occasional exposure to mild levels of dust, noise, mechanical parts, and vehicles in the production area. Prolonged periods of sitting, with occasional standing and walking. Manual dexterity to operate office equipment as well as occasional reaching and lifting up to 35 pounds. Communicating effectively both in person and virtually or over the phone as well as working on a computer screen for extended periods of time. These physical requirements are designed to ensure the individual can perform the essential functions of their job effectively while maintaining their safety. A reasonable accommodation may be requested to enable individual to perform an essential function.
Approximately 25% overnight travel required including domestic as well as international trips.
Additional Information / Benefits
This job reports to the Director Sales and Business Development
This is a Full-Time position 1st Shift.
Number of Openings for this position: 1